Your Sales Leadership Review As we move towards the close of 2019, it’s a good time to reflect on your leadership and the impact that you’ve had on your team. This is a time to celebrate successes, own your unhelpful thoughts/behaviours and plan how you want to be going forward. It really helps to connect […]

How focused are you on the 80% guys? Over the many years of working with Sales Teams, I’ve noticed the following ratio at almost every company… – Roughly 10% of the team are top performers and are amazing regardless of the quality of leadership they receive because they rarely need it. They are going to […]

National Sales Conference 2019 This week I went to the National Sales Conference. I love a gathering of like-minded souls where you can share and discuss all aspects of our wonderful profession. Even when someone has a totally different approach or way of thinking you can still relate and connect in a meaningful way. Is […]

Why your sales team are your high priority clients When I work with Sales Leaders, I always share that it’s important to treat your sales team the same way you treat your clients. One size doesn’t fit all…if you have 20 sales people in your team you will need 20 different approaches to nurture and […]

Are you exercising the right leadership muscles? This week I went back to the gym after a break of over 2 weeks. You’ve probably guessed that after my weight training session on Monday my muscles were a bit sore. I groaned every time I stood up from my desk or used the stairs…and laughed to […]

Are you really coaching? Well are you? If I’m totally honest I think the standard of sales coaching by Sales Leaders is generally quite poor. That doesn’t mean there aren’t some amazing Sales Leaders out there using coaching to develop their teams and grow their sales…it’s just that they are quite rare in my experience. […]

Is your language affecting your leadership success? The language you use with others and to yourself has a massive impact on your results. If you keep saying things are challenging…guess what, it will be challenging! You’re instructing your mind to expect challenging…so that’s the experience it delivers. You don’t get what you want in life…you […]

What sales leadership activities are you avoiding? When I work with Sales Leaders the conversation ultimately turns to what they don’t get around to doing with their sales team. Most of the activities are really important and the Sales Leader knows that. Is it not enough time? Is it procrastination? Or is it simply avoidance? […]

Why you might be thinking like an elephant! Thinking like an elephant is more common than you realise. Last week I shared my thoughts on your automatic patterns as a Sales Leader. Today I want to share how these patterns are created…and how that relates to thinking like an elephant. How elephants are trained Elephants […]

Your psychological patterns as a Sales Leader Your psychological patterns as a Sales Leader are automatic. They spring into action whenever a specific trigger occurs. They will vary dependant on the specific situation you are in…for example, your automatic patterns when with your top performers could be very different when with your under-performers. The problem […]